How P360 Solves Media Problems
•
Sales wants to customize the product and deviate
from what the operations team can support
•
When Sales wants to deviate, Yield Management
has to manually price and forecast the new idea
quickly
•
Sales and Operations work from two systems and
the data is hard to keep in sync for collaboration
•
Ad Operations has to find information in the Ad
Server and the 3
rd
Party measurement systems and
it is very manual to gather campaign statistics
•
The Ad Operations team has to collaborate with
Sales but the communication is all through email
and hard to track and reconcile for execution
•
Sales does not know what works to sell and how
their sale performs for that client over time
Let me tell you a
story
What is Proposal360
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A highly configurable quote to cash system
integrated within Salesforce
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Order Management through Salesforce
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An easy integration API makes
Proposal360 simple to connect with any
new Ad Technology
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Easy Self-Service Reporting
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Native Salesforce rules, triggers and
workflows are leveraged
•
Leverage your Salesforce license to the
fullest
Fully Integrated
Planning
Pricing Pipeline at the
Line Level
Revenue Guidance Early
Reporting on Sales
Activity
Governance for your
Sales Process
Guardrails for Sales
Quick Menu
Shortcut links to Opportunity, Contacts, Team Info,
Approvals, Checklist, Commissions
for full process completion with ease
Customizable Workflow
Workflow Priority,
Order Template Creation, Pricing Expiration
Ease of Use
Custom Export
Templates,
“Buy Again” Cloning
Full Functionality
Customize Line Items with Add-on Attributes,
Request Exceptions, Break Lines into Monthly
Flights and Recheck Inventory
Auditing
History Tracking
And
Additional Line
Information
Automated Pricing
Get more competitive with instantly dynamic suggested rate
and floor pricing range. Based on High Demand Inventory,
Negotiated Rates with Clients, or Product Add-ons
Risk Indicator
Quick Easy Visual
Based on Inventory
Availability and 3 Factors
to Assess Delivery
Fulfillment
Enforced Naming
Conventions
Easily Audit, review and report based on
automatic line name conventions configured
by the Ad Operations Management Team
Trafficking
Integration
Push to DFP or Operative
Admin Extras
Order Template Creation, Pricing Expiration
Lightning Compatible
Shortcut links from Opportunity to see how many proposals
and which one is marked as the primary proposal.
Then the
ability for sales to see full transparency as the proposal turns
into an order and flows through the delivery process.
Create Your Own Approval Process
The ‘A’ icon allows the admin team to designate
custom approvals and the teams that should be
assigned to address the audits
Order Details Panel
Order at a glance
Programmatic Guaranteed, MediaOcean
Integration, Billing collaboration
Checklist Panel
Remind Sales what to ask the client
customizable module to enforce and guide
sales operations through best practices for your
organization to succeed.
Change Management
Optimization workflow controlled through the
system between Sales and Ad Operations
GAM/DFP Integration
Transparent view for Sales and Ad
Operations of the campaign delivery and
performance
Customization
Based on the Salesforce Record Type, the
app can display or hide unneeded
functionality.
Personalized
Views
Users can create their own
column view and save for
their ease of use. This
feature allows grouping of
the order into logical
sections and an export
feature for quick reporting.
Creative
Management ,
History, and a Direct
Link to Ad Server
Features above and beyond
other Media Order Management
Systems
Test Advertiser
Test Advertiser
Test Advertiser
Reconciliation Automation
Automatically reconcile differences between the
production system (GAM) and Proposal360 at
the field by field level.
Different Views Contain
Different Information
Account Management can see their info and
trafficking can see their info without a
conflict.
Proposal Builder
Performance Measurement
Quickly see all relevant performance metrics
for the advertising campaign in a single
screen with NO manual effort by your
campaign teams.
Creative
Management ,
History, and a Direct
Link to Ad Server
Features above and beyond
other Media Order Management
Systems
Test Advertiser
Test Advertiser
Test Advertiser
Automated Screenshot of
Advertisement
With NO manual effort by your campaign
teams, the SCREENSHOT of the AD
RUNNING in both Web and Mobile Apps will
be automatically delivered to the
performance metrics tab.
Chatter, IBM Watson
Assistant, and Quick
Plan Filtering
Fully integrated and
configurable, users can enjoy
easy access to help from peers
and the Watson AI with ease of
use tools to reduce the
workspace to just the immediate
working lines.
Billing and Accounting
Sales and operations work easily flows into
the billing, invoicing and financial team’s
areas.
The tool automates the work so that
the billing and accounting teams can quickly
audit and create the invoices
The Billing Dashboard
This allows a quick export of all the invoices
for various billing periods.
There are quick
actions to lock the orders for billing review.
Shortcut Dashboard
Clicking on the link to the order takes the
user directly to the billing view for review
Billing View
Easily see the invoice totals for each billing
period or expand to see the details.
Proposal360 automatically tries to calculate
the invoice amounts based on the cost
methodology .. but the billing analyst can
always change the final amounts.
Proposal Builder
Billing and Accounting
Quickly see all related financial records
associated for the order.
This also gives the
Financial teams the information that they
need to process the order to receive the
money and reconcile their ledgers.
Work Flow
Lock
Allows graceful
collaboration.
Multiple
teams can work on the
same plan at the same
time without over-writing
each other’s work.
Sponsorship
Calendar
Gives the sales team a
visual list of the
exclusive sponsorship
opportunities and if the
dates are available to
sell
Company A
Company B
Proposal Builder
Custom Zip Code Bundling
Quickly create a custom targeting list based
on zip codes.
Supports up to 40,000 zip
codes and helps overcome DFP key-pair
limits.
Custom Dynamic Approval Process
Quickly create a custom dynamic approval process
based on Salesforce “Process Builder” technology.
Custom criteria
13
Portable and Customizable
Easy Migration Paths
Let us do the heavy lifting with migrating your old order
management data into our new searchable and reportable
Salesforce history
Data driven configurations
Many of the features are driven through custom
data objects
and do not require any code change
Make Proposal360 Yours
We
use the
out of the box data structures already in SalesForce
for integration but then allow you to add on endless
personalization that is
RIGHT FOR YOUR OWN BUSINESS
Let us Make Migration Easy
Watson Advertising Media Operations Suite
Additional Tools
&
Let us know if you have any questions.
Proposal360@us.ibm.com
Getting the BEST
information at the
RIGHT time to fit
your EXACT needs
should only take 1
minute in this
digital age
And be reportable
Self-Service Partner Portal
Extending sales reach outside of the organization,
Proposal Builder has Proposal Builder Partner Portal
to allow order management from external salespeople
Excel - RFP Upload Tool
For large volume orders, we have created a “Bulk
Upload” process to allow self-service order creation
using a friendly Excel Template
This is a
REAL TIMESAVER
when the planning
process comes to the person creating the order in the
form of an excel spreadsheet.
This can reduce double
-entry for the campaign team.
Suggested Selling
Based on a short questionnaire, the partner
salesperson is given a fully formed proposal catered to
their budget, targeting and with a mix of products that
will perform well for the client’s industry.
+
QuotaBuilder
QuotaBuilder
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Excel-like Native Salesforce Account Planning Tool
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Allows the flexibility of spreadsheet planning with the structure of the
Salesforce database to mass manage & govern quota data
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User experience built for non-highly technical Sales Leader in mind with
custom views, visual change tracking, bulk changes & target setting
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Highly customizable to have multiple versions with different teams &
access
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Simple pivot like reporting to do year over year analysis
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Account & Opportunity Integration to auto-update account teams &
opportunities in sync with account list changes
Sales Goals Grid
Sales Goals Grid
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Highly customizable to use any SF field to set targets with a toolbar of views, filters
and changes to help users navigate
Pivot View
Pivot View
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Highly customizable for as many cuts of the same revenue & quota data as you need
Change Log & Approvals
Change Log & Approvals
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Managing changes thru approvals and logs to prevent & undo user
data errors
Highly Customizable Settings
Highly Customizable Settings
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Allows you to customize views, SF fields, time periods, pivots, import
external data, create targets and control access & permissions.
Downstream Sales Ops Automation
Downstream Sales Ops Automation
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Managing quotas updates Account Teams and working opportunities
as List’s change
QuotaBuilder
Accounts
Opportunities
24
First ..Thank you ..
You just took the first step toward a better life
Two week check-in
Proposal360@us.ibm.com
Next Steps
Setup Demo Environment
(real data?)
Make the commitment to a better future
Schedule a migration project planning discussion
Proposal360
Additional Materials Appendix
Let us know if you have any questions.
Proposal360@us.ibm.com
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Native Salesforce Reporting
- Better than ANY reporting package offered with media Order management systems on
the market today.
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Sales Revenue Pipeline
- Proposal Builder directly within the SalesForce Opportunity give easy accountable access to
the sales revenue pipeline for future timeframes
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Types of Reporting Available:
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Live Pipe
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Booked and Proposed
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Revenue Funnel
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Audit
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Price Report
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Sponsorships
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Added Value
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Line Item Details
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Product Specific Reports
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Delivery at Risk
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Video and Location Pipeline
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Lost Proposals
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Incoming Expirations
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Account CPM Tracking
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Size
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Rate Card Impacts
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Reweight Analysis Year Over Year Account Level
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Reweight Analysis Year Over Year Industry / Vertical Level
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Approval Process
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Pacing Report
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Advertiser Retention
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Billing
Dynamic Robust Pricing and Risk Engine
Easy Product Catalog Maintenance and
Change Management
Configurable Workflow, Rules Engine and
Approval Dashboard powered by the
Salesforce Process Builder
Streamlined Campaign Optimization and
Performance Analysis
28
Enhanced
Pricing and Risk Engines
In a tightening competitive
marketplace, the protection of margin
can make or break the revenue goals.
THREE AREAS OF PRICING ENHANCEMENT:
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Advertiser Specific Rate Cards
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Customizable Pricing Rules using multiple
factors
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Dynamic margin protection based on Sell
Through of Inventory Levels
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Automated
dynamic
pricing range to guide
Sales – rate card and floor
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Work flow and threshold approvals – saves
Yield Management time
DELIVERY RISK ASSESSMENT
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Communicate potential risk of delivery issues
to the Sales team as they are building a
proposal.
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The riskiness of a sales line can be
identified through a risk configuration
table.
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Risk Factors are based on:
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Share of Voice %
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Sell Thru %
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Month of the year
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Using Day Parting
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Frequency Capping
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Excessive Targeting Restriction
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Short Campaign Timeframe
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Sales User Experience
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Personalized Views
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Tiered product categorization guides the user
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Fast Product Selection
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“Quick Flighting” allows the user to choose multiple product
variations and creates one line for each
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Risk Indicator (Red, Yellow, Green)
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Self-Service and quick inventory availability
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Quick Mass Editing
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Quick Mass Approval
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Drag and Drop into Order sections for easy organization
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Advertiser Specific Defaults
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Easy Copying for adding revenue
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Whole order clone into NEW opportunity for a different advertiser
for efficiency of reusing good work.
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Price expiration and whole order re-pricing
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Merging of two Proposals (does not have to be from the same client
or opportunity)
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Export proposal to Microsoft Excel or PDF
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Advertiser specific customizable export templates
Usability Summary
Advertising Operations Benefits
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Campaign status and delivery metrics available in a single screen
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Enforced Dynamic Naming Conventions
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Advertiser Placement Name for ease of invoice to IO matching
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Chatter and Watson Advertising built in for quick team work and
help
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Adjusts the impressions based on client’s viewability
%
requirements
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Sales accountable to the rules and approval process